Unit 2: Negotiating

In this training module, we’ll explore the fundamentals of “win-win negotiation.” This is where both parties leave feeling satisfied and enthused by the outcome.

By the end of this course unit, you will have learnt  how to identify negotiation strategies and how to prepare yourself for “win-win negotiations”.

Meet the instructors:


Mr. Juan Carlos Martinez Barrio

Team Coach
Director of Projects Development and Training Departments

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Mr. Javier Sardiñas Ortega

Senior Expert
Entrepreneurship training

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Mr. David Tome Puente

Senior Expert
Entrepreneurship training

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Ms. Cristina Martínez Sanz

Junior Expert
Networking and IT

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Negotiation skills: Learning dialogical methods by which people settle differences as a process by which an agreement is reached avoiding argument or dispute.

During 1 hour you are going to work with “Negotiating”.

In the main document “Negotiating.pdf” you can find a presentation with the main points. Inside the document you are going to find 2 icons:

  • ‘i’ icon: If you want to get more information, you can find it on “MoreAbout Negotiating.pdf”
  • ‘Act now’ icon: If you want to do practical exercises, you can find it on “Template Negotiating.pdf”
More About Negotiating
Template Negotiating
Share your opinion about the work and your results of this template with other partners



According to the course, choose the best answer

Additional resources

Negotiation Tactics & Strategies
The Win-Lose Approach to Negotiation
(Book) Negotiation Made Easy: 50 Tips
(Book) Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation
(Book) The I Win Negotiation & Conflict Approach
(Video) Win-Win Negotiation: Learn how to Negotiate Effectively Without Damaging Relationships
(Video) Win-WIn Negotiation


  • “Out of our minds: Learning to be creative Online readings”. Ken Robinson
  • “Improve your communication skills”. Alan Barker
  • “Leadership presence: Dramatic techniques to reach out, motivate and inspire”. Belle Lynda Halpern & Kathy Lubar
  • “Awareness”. Anthony de Mello
  • “The 21 irrefutable laws of leadership: Follow them and people will follow you”. John C. Maxwell
  • “Perfect pitch: The art of selling ideas and winning new business”. Jon Steel
  • “The fifth discipline (Revised and updated)”. Peter M. Senge
  • “Man’s search for meaning”. Viktor E. Frankl
  • “What got you here won’t get you there. How successful people become even more successful!”. Marshall Goldsmith
  • “The art of war”. Sun Tzu
  • “The medium is the massage”. McLuhan/Fiore


This project has been funded with support from the European Commission. This publication reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein